We talked about how to effectively prospect for clients both during and when coming out of a crisis.

If prospecting with integrity is what you’re all about, you’ll dig this interview.

Topics we talked about:

✅ Empathy

It’s all the rage right now, but most salespeople are still missing the mark in their prospecting. Show the prospect you know about what’s going on in their world right now…how their priorities have shifted, what their challenges are, etc. Don’t talk about COVID-19, the pandemic, or coronavirus.

✅ Being helpful

What everyone wants to know right now is what their peers are doing. Your product isn’t helpful because they don’t care about what your product or what it does. Prospects care about what others like them are doing to be better at their jobs and overcome their challenges.

✅ Design thinking

Think about the user experience your prospect has on the receiving end of cold outreach. What’s it like when they open an email? Or take a cold call? Do the opposite to create a pattern interrupt.